Some very extensive research discovered there is a phenomenal difference in skill set required to make a “Big Ticket Sale” As opposed to selling basic items such as pens and pencils. A large proportion of people selling high value goods and services are not aware of it and they seriously need to know. Many sales people are big talkers just like me. However I multiplied my sales ability when I discovered this secret. If you are having trouble engaging customers and closing those big sales, go and grab the summary available by just putting your details in the box on the right.
Do you feel customer service training is important? What about sales managers training? if in fact you don’t think it is that important I still recommend you download the free report. You may be very surprised.
We do not normally show video on Sales Training unless it is relevant to “Making Major Sales” However this video from Noah Hammond is something all Sales Trainers should be teaching their salespeople.
We are astounded at the amount of organizations who do not offer any type of sales classes to their staff, Sales manager training is vital if there happens to be a sales manager running the sales team.
How many businesses offer customer service training? Are you a sales person who has to search the internet to find out how to sell? If that is the case we suggest you talk with your employer and ask about some type of sales program that suits specifically what you sell. If you are in car sales, you need automobile sales training. It must be a sales class in making major sales.
How on earth can this happen? Opra Winfrey calls it a Racist moment, however I call it nothing out of the ordinary in business today. Sales people in retail are struggling all over the world.
This woman working as a sales person in a Zurich high end store walked away from a major sale.
For once this sales loss became world news. A ridiculously high cost hand bag, no doubt covered in glitter. The woman would not show it to Opra and indicated it was out of her price range. Unfortunately Opra sees it as a racist comment but this is standard practice in many stores world wide.
Sales people for some reason just make too many assumptions, they judge customers by appearance, possibly look at their race but generally these sales people have had no sales training and have never attended Sales Classes or have ever had the chance to attend a sales course of any kind. They may understand features of their products but have very little understanding on what their customers wish to buy. Unless they ask their customer questions how can they expect to sell high value product?
This episode in Switzerland is nothing unusual, people who sell high ticket items, especially in retail have no sales training, there Sales Manager (if they have one) has usually had no Sales Managers Training either.
Can you just imagine how this sales person in Switzerland must have felt after all this publicity? It is easy to criticize her but it is not her fault. I can guarantee she does not know the difference in sales skills between making a high value sale as opposed to a simple sale.Continue reading
Rich Devos is one of the original founders of Amway. Here is a rather candid interview with Rich about the Amway sales process and as you are probably well aware Amway is seriously successful. As far as I am aware the sales are handled by multi level sales people. The company seems to be rather big on Sales Training and customer service training.Continue reading
I am not sure how lucky you are if you sell high value items or services door to door however many people choose it as a profession. Some people sell cleaning products etc that may be of fairly low value and traditional sales methods may work well in these cases.
However if you sell high value goods it is what we call a major sale. The skill set required is very different and there are many reasons why. Research has shown some people have natural skills making major sales and others need to learn those skills. Selling door to door requires great discipline and if your items are expensive it is possible there may be more than one call required to any prospective customer. There are good courses available on making door to door sales out there but you really can’t go past the book “Spin Selling” by Neil Rackham.
Here is a paragraph taken from Sales Effectiveness Inc, it was written by Carlos Quintero the president and founder of the company. It is very interesting reading and without any doubt he is right on the button. However there is very little talk of why high achievers making major sales are so good at what they do. Training people to be like these achievers is not easy because the old traditional sales training methods do not cut it any longer.
Research has shown these high achieving sales people have a totally different behaviour pattern, they are few and far between and changing a persons behaviour is not an easy task. However I suggest you read what Carlos has to say as his company understand what sales organizations need these days.
here is the article:
“Sales teams have always been about vim and vigor, effort and drive, but in this economy, sales people can’t depend on their friendships or gift of gab,” Quintero said. “Customers are no longer buying on relationships alone. They’re making business decisions and looking for business value.”
Successful sales forces have to be well educated. “They need to do their homework and align their offerings with the strategic needs of the customer. Their aim is to become a trusted advisor,” Quintero said. With more analysis going into sales decisions and longer buying cycles, sales people need to practice patience and resilience. “They also need the technical acumen to make use of all the rich information that the Internet and social media networks can provide,” he said.
Everywhere you look there are discounts. The consumer electronics industry is just one place where you see week after week big discounts on TV screens, DVD players and the like.
Who is responsible for these discounts? We know the retailer is giving away margin and in fact many of these retailers are going out of business very quickly. Some retail outlets advertise their prices will not be beaten. The owners of these companies always complain about lack of margin or their competitors when something goes wrong. With all of the research carried out world wide the real problem lies with the sales people. It is a known fact that people generally do not make a purchased based on price alone. There are many other factors that determine the motivation for a purchase.
However we also know there is very little sales training provided to retail sales people. Product training yes, Sales Training no. Why is this?
We believe the real reason for this is simple. The business owner really does not understand there is a serious difference in skill set between selling something simple like an audio lead and selling a sixty inch Plasma TV panel. If you are involved in retail selling big ticket items you will find many hints and tips on this blog on making major sales.Continue reading
Selling a real estate property can be a difficult process. Determining the list price, performing repairs, staging and the listing the home are just a few of the concerns that any potential home seller will face. This article contains the key tips and tricks any real estate seller might need.
If you are selling your home, be sure to increase curb appeal by keeping the yard, walkways and drive clutter free and well-groomed. If you have already moved to your new home, check your old home from time-to-time to make sure it looks inviting. If you have moved far away, hire a service to keep things tidy.
Know the value of your home. You may want to have the value assessed professionally every few years to make sure that you have enough home owners insurance to cover the cost of rebuilding the home if it should ever be destroyed. In many cases the value of a home goes up with time so you will need to increase the coverage accordingly.
The first step in selling your house is to grab paper and pencil, and examine your home with a critical buyer’s eye. Start at the curb, and note any repairs to be made or clutter to be cleared. Walk up to the entrance, and feel the first impression a buyer may feel when approaching your house. Make notes about anything you think might catch a prospective buyer’s eye. Repeat the process with each room in your home.
While preparing your home for sale, plan some renovations. This will improve the value of your home and help make it more attractive to potential buyers. In times when construction is slow, it is easier to get a bargain on labor, as well. You can save money by renovating when the housing market is weak.
Most potential buyers see colored bathroom fixtures as outdated. Glazing the bathtub, shower, or sink in something more sleek or modern is often preferred to a color that is or soon will be old-fashioned.
When you need a home appraised, be sure to pick an appraiser who will not have a conflict of interest. You should look for an appraiser who has five or more years of experience and is either state-licensed or state-certified. You should avoid having an appraiser who is referred to you by a real estate agent.
If you have textured walls or popcorn ceilings in your home then it might be a good idea to change that before trying to sell your home. Many home buyers are turned off by these two things, so changing them will get many more people interested in your property.
Take a good look at all the furniture pieces that you have out in your room. Even though you may thing that you need all of them, try to get rid of some of them. You want to be able to create a bit of empty space in the room so that the room appears bigger.
As this article discussed previously, selling real estate can be challenging, particularly when considering the number of decisions any real estate seller will need to make. Selling a property can be much easier when you have the right knowledge and advice. Apply the tips from this article and you’ll be on your way selling your property.Continue reading
This is for any sales people currently working as a sales person in the consumer electronics industry.
The consumer electronics industry is a tough market. The audio and video section of that industry is cut throat. Unfortunately most sales people selling loudspeakers and high quality audio products are passionate about what they do, passionate about the industry but don’t have the real skills to sell. I have compiled this book solely for these audio sales people to enhance their sales. After nearly thirty years in the AV business my passion for good loudspeakers has never wained.
The book “How to Sell Loudspeakers” will be released early in 2012 and will only be available in physical format. If you are selling high end audio products and you want to increase your sales contact us and we will advise you the minute this book is off the press.Continue reading
Copyright (c) 2007 Drew Stevens PhD
Many selling professionals and even entrepreneurs are constrained with trying to meet their weekly and annual goals. Times are difficult and challenging and the need to meet quota goals is stressful. There are a number of things one can do to help ease the pressure and ensure they meet goals.
Feedback – One of the necessary rules of selling is constant feedback from management. It is flabbergasting to me when employees do not understand their goal placement midway through the year and even more disconcerting when management communication only occurs in the fourth quarter. Feedback is vital for continued success.
Metrics – It is interesting to view how sales are measured, some in calls per day, earned commissions and goals by management. It is vital that selling professionals must be involved in this strategic process. Management derives numbers based on stakeholder value yet might not be familiar enough to denote territory growth. Second, sales must never be measured in calls per day. Once former client drives its sales team to make 50 calls per day. Professionals are prohibited from making personal calls. One will get stressed and burn out quickly. To combat attrition, sales cannot be measured in call production but rather the true value- sales. If a selling professional makes quota after five calls does this denote failure. Rethink your selling metrics.
Selling as Sport – Selling your business or your firm’s product required unending passion. It is baffling to find selling professionals that believe they work an eight-hour day. Selling is a profession and a sport. You must love what you do and love what you sell. The latter denotes that selling is a twenty four hour 365-day process. While it does not mean you cannot turn off and relax in order to be the best in your field you must be selling all the time.
Differentiation – Today’s selling professional must be more astute and different from the competition. There is way too much of it. To be heard over the pandemonium, it is paramount for selling professionals to be different. For one, refrain from cold calling everyone does it and no one is successful. When was the last time you noticed a wealthy cold calling insurance agent? Refrain from networking events. Too many professionals frequent events to visit old friends. That is for the weekend. Attend events that will garner opportunities for business. Be artful and discover new opportunities to be different from the crowd.
Reach Decision Makers – The greatest challenge of any business professional is meeting with the person that can make the ultimate purchase decision. Refrain from spending too much time with people that will not or cannot provide opportunities. Your first question during the prospecting stage is to decipher who the decision maker is. Ask the question, “How is a decision made within the organization”. Or, “Who in your organization is responsible for making the ultimate decision?”
Closing – Too many professionals find it difficult to ask the question, “Do you want to buy one”? Sales are made with closing. Get immediate commitment. It is vital that you ask the question. “Is there anything preventing our working together at this point?” or “How quickly are you ready to being once you review the proposal?” Gain commitment and close quicker.
Value – Prospects are more willing to accept you if you come prepared to assist them with value. Speak to them from the understanding of the value you provide that corrects the current client condition. Prospects seek remedies to current pains and better and faster sales will come by illustrating how your product/service improves the condition.
Customer Loyalty – Loyal customers return, consistently and regularly. Loyal customers tell others and loyal customers make your job easier. When you service clients from inception through sales to service you enthrall them with opportunities that create memorable emotions. Consumers act on emtion, the kind that makes the experience acceptable and memorable. Prospective clients will flock due to word of mouth and the buzz that surrounds you.
Selling today is similar to climbing a mountain with swim trunks while carrying a tiffany glass. You must be more agile than you competitors and more aggressive too. Differentiation sets you apart from competitors. Dissident attitudes and behaviors garner attention and instigate change. If sales are stalled, instill change and create new results!Continue reading